For sales reps, it is all about the numbers – quotas, deadlines, commissions. And for some, their ability to make the numbers seems limitless. The rookies think these hunters are gods, their powers of persuasion surpassing mortal ability. They look on with envy and admiration as they struggle through every phone call and negotiation.
Management too may view their sales force through rose-colored lenses, shining a bright light on those that exude charisma and confidence while leaving others in the shadows, waiting for the next star to come along.
While it is true that many of these hunters have a talent for closing, very often the obstacle which prevents a sales force from maximizing performance has less to do with the sales team and more to do with the sales organization.
Are your best sales reps assigned to the regions with the most potential? Of course they are. The real question is, are they ignoring the low hanging fruit and harvesting only the cream of the crop?
TerrAlign has been in the business of sales territory management for over twenty years and knows how to look behind the curtain. Assigning your stars to the most fruitful regions is par for the course, however if your sales force size, sales territories, and call plans are not strategically analyzed and optimized, then your sales force will fall short of peak performance. Without a carefully planned sales organization, you may be unwittingly sabotaging the rookies and worshiping mere mortals.
The expert consultants at TerrAlign can help your sales force harvest unrealized potential and reach peak performance. Our sophisticated approach to sales force optimization combines analytical prowess, advanced technology and decades of experience. TerrAlign’s sales force consultants have developed a sophisticated framework structured to first assess and optimize a company’s processes, then map sales territories, assign staff and schedule sales calls to minimize travel time and maximize effectiveness.
It’s time to look behind the curtain. Contact TerrAlign’s sales force consultants today and learn how your team can harvest unrealized potential and reach peak performance.